Why must the dental team tie treatment options back to the patient's original pain motivators at the case presentation? Because the patient committing to treatment needs to feel the connection between their original reasons for calling and the recommendation in front of them. The motivators surfaced during the phone call, the consultation, the CDP, and any other interaction get documented through the structured selling process. By the time the case presentation arrives, the documented pain motivators are sitting in the chart. The case presentation explicitly references them: this is what you told us was bothering you, this is what we found, [...]

Why must the dental team tie treatment options back to the patient's original pain motivators at the case presentation? Because the patient committing to treatment needs to feel the connection between their original reasons for calling and the recommendation in front of them. The motivators surfaced during the phone call, the consultation, the CDP, and any other interaction get documented through the structured selling process. By the time the case presentation arrives, the documented pain motivators are sitting in the chart. The case presentation explicitly references them: this is what you told us was bothering you, this is what we found, [...]

Why must the dental team tie treatment options back to the patient's original pain motivators at the case presentation? Because the patient committing to treatment needs to feel the connection between their original reasons for calling and the recommendation in front of them. The motivators surfaced during the phone call, the consultation, the CDP, and any other interaction get documented through the structured selling process. By the time the case presentation arrives, the documented pain motivators are sitting in the chart. The case presentation explicitly references them: this is what you told us was bothering you, this is what we found, [...]